1. Who Should I See Today? How to Increase Your Business by Nancy A. Dykeman, CLTC, CSA for Corporation for Long-term Care Certification

2. Our Goal Today Open up your mind to possibilities Open up your mind to possibilities Talk through the opportunities Talk through the opportunities First Steps First Steps Coffee or Lunch? Coffee or Lunch? Middle Steps Middle Steps Introduce Me to Them Introduce Me to Them Final Steps Final Steps It’s All About Sharing It’s All About Sharing

3. re·fer ral n. referral - a recommendation to consult the professional person or group to whom one has been referred referral - a recommendation to consult the professional person or group to whom one has been referred Source: www.thefreedirectory.com

4. First Steps Identify who to contact. Identify who to contact. Where to spend most of your time. Where to spend most of your time. Your expectations for your effort. Your expectations for your effort.

5. The Target Effect The Target Effect Who is in the Bulls eye? Who is in the Circle of Influence? Who to Call Today?

6. Take Action, Don’t Just Sit There! Waiting for leads you pay for VS VS Hearing your phone ring You decide… You decide…

7. Look at it this way: Leads are pre-qualified by using a formula to determine eligibility and interest based on demographics – you don’t know them and they don’t know you. Leads are pre-qualified by using a formula to determine eligibility and interest based on demographics – you don’t know them and they don’t know you. Referrals are recommendations made by trusted advisors to existing customers who have need and interest – target these! Referrals are recommendations made by trusted advisors to existing customers who have need and interest – target these! Your Choice… Your Choice…

8. The Inner Circle Who is in the Bulls Eye?

9. Your Inner Circle 5 to 8 solid sources (or resources) who call you at least 1 or 2 times a month with names of valued customers who need to meet with you about their lack of “A plan for long-term care.” “A plan for long-term care.” These solid sources were once in the middle circle of the Target.

10. 6 Touches Keep in contact with these professionals through a touch- system of calls and letters, articles and added online resources to give them the ‘latest and greatest’ in our industry. They know you are always there but they need to know you care.

11. Coffee or Lunch? OK, we’re all drinking to much coffee and eating too much lunch, agree? Meet me in the Park Meet me in the Park A round of golf A round of golf Tour an Independent Living Community with Assisted Living Tour an Independent Living Community with Assisted Living Your office or mine? Your office or mine? A board room where you serve as a volunteer member A board room where you serve as a volunteer member Where next…. Where next….

12. Also in the Inner Circle Keep in touch with your own customers. Unassigned clients from carriers Close neighbors and your own family.

13. Your Family Members Spouse/PartnerParentsSiblingsIn-Laws Aunts and Uncles Cousins Nieces and Nephews Grandparents

14. The Middle Circle Bulls Eye Who is in my Circle of Influence?

15. Community Involvement Boards of Directors you serve on Committees you serve on Country Club members Movers and Shakers you know

16. Middle Circle Executive Directors of healthcare and seniors agencies Chamber of Commerce Executive Pastor, Priest, Rabbi Tax Planners and Accountants Your Favorite Banker Singles and Partners Groups

17. Property and Casualty Agents without a LTCi product of their own. Benefits Solutions Agents who need to add value to their benefits packages. Financial Planners and Bankers who don’t focus on the full picture.

18. About Sharing: it’s a 2-way street! 1. You build the relationship with a professional 2. He made the recommendation (referral) to his customer 3. He introduced you personally 4. You returned his customer who is satisfied and pleased with the new plan for long-term care. 5. Now that professional moved into your inner circle.

19. Outer Circle Bulls Eye Middle Circle Who to call today?

20. Dorrie says… “Just keep swimming, keep swimming…” Source: Finding Nemo Dorrie says… “Just keep swimming, keep swimming…” Source: Finding Nemo

21. Ring-Ring-Ring Ring-Ring-Ring “ Who’s there?” “ Who’s there?” S peaking Opportunities Local Church contacts, clubs, groups Hospice Directors Hospice Directors Business entities Business entities Homecare Agency Owners New Agents in the Area Financial Planners Group Health and Life Agents Group Health and Life Agents Senior’s Resources Specialists Everyone who gave you their business card

22. bulls eye n. definition: definition: “The precise accomplishment of a goal or purpose.”

23. I know… You’ve heard this before, “it’s up to you.” How about repeating this after me… “It’s up to ME to make a difference in people’s lives and to make a difference in my own business. Let’s get going!”

24. HIT THE BULL’S EYE! HIT THE BULL’S EYE!

25. Thank you and my best to you. Thank you and my best to you. Questions? Questions?